Posted on: March 17, 2020

In the wholesaling world, even a single call can change your life for the better. Case in point: today’s incredible rhino earned $38, 000 just from one TTP call alone!

Brandy Pollack is no stranger to real estate. In fact, he’s been doing it since 2006. However, it was only in 2018 that he discovered wholesaling. While his journey has not been easy, everything changed when he joined the TTP program.

If you want to know how Brandy dominated the wholesaling world (read: he earned a whopping $840,000 in a year alone!), you can’t miss today’s episode. You’ll not only learn about the successful techniques he used, you’ll also discover how his relentless dedication and proactiveness has helped him get ahead!

 

MARCH CONTEST ANNOUNCEMENT!

For the entire month of March, Wholesaling Inc is running a Ratings and Review contest! We’re going to fly out 3 lucky winners to Florida, paying for airfare and hotel, to spend to full days with Tom Krol!

Whether you are trying to land your first deal or scale your existing Wholesaling business, Tom is going to help you crush your obstacles and achieve your goals!

And the lucky winners will all be featured as guests on the Wholesaling Inc Podcast!

To enter, you must Rate and Review the Wholesaling Inc Podcast on iTunes (5 stars please:) and send a screenshot of the Review to Darrin at darrin@wholesalinginc.com.

3 winners will be chosen at random and announced on the Podcast in April! Good luck!

 

Key Takeaways

  • How he lost a significant amount of money in real estate
  • How he got back up again after a huge business setback
  • How he found wholesaling
  • What REO means
  • How much he earned from his first wholesale deal
  • Marketing channels he’s currently using
  • Markets he’s active in
  • Where he gets his data from
  • Where he gets his phone numbers from
  • The 4 Cs
  • Profitable deal he did and how he found it
  • List he used and where he got it
  • How much he earned from the deal
  • Timeline from him finding the deal to closing it
  • What he’ll do in a new market if he only has $500
  • How people can reach out to him

RESOURCES:

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Episode Transcription

Brent Daniels:
Guys, don’t forget. We are doing a major contest this month for our listeners and it’s this, rate and review the podcast on iTunes. Send that review over to darrin@wholesalinginc.com. It’s Darrin, D-A-R-R-I-N@wholesalinginc.com. Send us a picture of that review, and we are going to choose three people who send us those reviews to come down to sunny Florida and spend two full days with me going over wholesaling. We’re either going to get you your first deal. [inaudible 00:01:34], my favorite thing in the whole world, or we’re going to grow and explode and automate and delegate your current wholesaling business.
Guys, I love wholesaling. It’s changed my life and I love talking about it and reviewing it with you. So I can’t wait to get into the nooks and crannies of your wholesaling business and get you your next deal. So let’s do that in Florida. It’s going to be two full days. All you’ve got to do is rate and review the podcast on iTunes and send that review over to darrin@wholesalinginc.com. Can’t wait to meet you in person. See you soon. Welcome to the wholesaling inc podcast. America’s number one podcast for new real estate investors where finding discounted properties is the most proven path to financial freedom. My name is Brent Daniels, and I am telling you if I can do it so can you. So let’s get started. It is my absolute pleasure to bring all the way from Miami, Mr. Brandy Pollack to the wholesaling inc podcast. Say hello.

Brandy Pollack:
Hey there.

Brent Daniels:
Now Brandy, we’ve known each other for a long time. We’ve been doing a lot of work together. You’ve come to Phoenix. You’ve spent some time with myself, my team, and I have just literally seen over the past 18 months, an explosion in your business. I mean, you were just absolutely on fire. Not only that, you bring an incredible energy, an incredible personality to the wholesaling business. So it’s really exciting to be interviewing you on the podcast, and also picking your brain and seeing what makes you tick, what makes you so special, and how you can share some of the trials and some of the successes with everybody that’s listening. So first of all, who are you? Who is Brandy Pollack?

Brandy Pollack:
Who is Brandy Pollack? Brandy Pollack is a real estate investor. I’ve been doing this since ’06. I like to say I got my PhD in the school of hard knocks. I was a lead [adapter 00:03:34], so I got in at the wrong time. Probably lost a million dollars before I earned a cent in real estate. Cut my deep fixing and flipping when it was the time to sell and not the time to buy. And basically, as a lot of people have they took my nooks, and I just picked myself up from the bootstraps and started.

Brent Daniels:
Incredible. So when you got into real estate, you got in under the passion of flipping, is that right?

Brandy Pollack:
Yeah. I got in under the passion of following somebody who was going to lead me down a rabbit hole, not understanding what it was. And unfortunately, as I said, I lost the turn, then I had to restart as a mortgage broker. And I was actually … this is in like ’08, ’09. We were doing loan modifications. And then I broke in. We had a niche market in the Haitian marketeer in South Florida. And I linked up with a realtor who had lost more money than I had, and we started doing … he was getting listings and I was doing mortgages for guys who had just started the fix and flips. And this was probably ’09 and 2010.

Brent Daniels:
So you talk about losing a ton in this business before you started really producing a ton of income. So talk to me about that. What happens? Give us this tale of caution.

Brandy Pollack:
Terrible. So instead of getting involved and staring slow, you know what they say. They say craw then walk, well, I thought at the time to just go into full black run. So instead of buying lower priced homes and cutting my teeths, I had I guess a [mentor 00:05:13] at the time who would tell me, let’s go foot the luxury. So we find houses under water that were 750. At the time we thought we were going to resell them for a million two or a million three. Unfortunately, it was end of 2006 going to 2007, and all we could do is spend money on rehabs and definitely not ever sell. I did work for closures than I did sales.

Brent Daniels:
Got it. Got it. So I mean, you literally got taught in the downturn. You got taught in the economic meltdown?

Brandy Pollack:
Right there. Buying at the absolute worst time that anybody could ever look to buy. So yeah my first seven deals that I did, all ended up in foreclosure. How are you doing? How are you doing?

Brent Daniels:
How did you … what going through your mind then? I mean, how do you pull yourself out of such a hole?

Brandy Pollack:
Well, when you have a family and you have a wife and you have two young children, there is no quit. There is no, well, worry me. It’s a matter of, okay, let’s get resourceful and let’s figure out what needs to be done and one step at a time.

Brent Daniels:
So then you became a mortgage.

Brandy Pollack:
I got my mortgage license on December 30th, 2006, if you could imagine going right into the absolute worst time you could ever be involved in real estate. Let me back up a little. So I was involved in a family business. I did children’s wear manufacturing from ’94 to 2005. So I was in a completely unrelated business. I had been doing business in central and South America. I had my own business at the time in Columbia in 2005. And I got held up at gun point. So from that point where I got held up at gun point in 2005, I literally went back to the factory, told them, take me to the airport, left my business and completely had to start my life over again at [30 bucks 00:07:04].

Brent Daniels:
Oh my gosh. And then-

Brandy Pollack:
And then got into real estate.

Brent Daniels:
And then had to restart?

Brandy Pollack:
And then had to restart, exactly.

Brent Daniels:
Oh my gosh. And then, how did you find wholesaler? Did you already know about it or it was just something that-?

Brandy Pollack:
So basically I was cutting my teeth as a mortgage broker. Then the realtors who I was involved with, we decided that we were going to do some fix and flips ourselves. So all along I had a mentor of mine who I’d learned a ton from, and she was wholesaling but I really didn’t see myself as a wholesaler. So I was getting the lists. I was getting the emails, but I kind of felt that my lane was doing the fix and flips. So let’s fast forward to 2017. End of 2017 I really had spent no money on marketing up until that time. Everything was a referral from an [aurial 00:07:59] broker. I had relationships. And 2017, I was like, wait a minute, things are drying up, prices on the MLS, they don’t work. So I need to branch out and I need to figure out how to create my own deal flow. So 2018 January is when I started my wholesale journey.

Brent Daniels:
Got it. And just for everybody, Brandy, You mentioned REO. That means Real Estate Owned. That basically means that the banks own the properties during the downturn, meaning a little bit here kind of sprinkled throughout the market. You’re going to see the term REO. It means that it’s a bank owned. Somebody gave the property back through foreclosure. So that’s just a little bit of clarification there. So it’s January 2018. You have real estate experience. You have some really big lumps that you’ve taken, right? So what do you do? I mean, at this point 2018, do you have a robust savings account? Do you have income coming in that’s going to help feed and support your wholesaling business?

Brandy Pollack:
Yes. So I’m doing like 20, 25 fix and flips a year. ’16, ’17 going into ’18 I had quite a bit of good deals that was sealing pipeline that allowed me to start the wholesale journey. And basically 2018 was my year to figure things out. I got associated with a partner. He was my best friend at the time. I have a story about that as well. So we started our business. We ended up doing a mailer. I didn’t know anything about phone calling. Everything was new to me. I had no involvement in masterminds the whole time going up to 2018. So we did a mailer and we thought the phones … You send out postcards and they just explode and blow up. Well, little did we know that was not the case. But we get a call. So we’ve sent out a mailer, let’s say the middle of January. Then middle of February, we get our first deal. Yeah. First deal was a 65k wholesale.

Brent Daniels:
Oh my gosh. Well, first of all, let’s back up. When you said you sent out your first mailers, How many did you send out?

Brandy Pollack:
25,000.

Brent Daniels:
And who’d you send it to? What list?

Brandy Pollack:
It was a niche list from a company out of Seattle.

Brent Daniels:
Oh, Audantic?

Brandy Pollack:
Exactly.

Brent Daniels:
Really interesting guys. And we don’t mention it here a lot because it is a very expensive list again. I think it’s something like $15,000 a year to get quarterly updated for this list from Audantic, but they are a data scientist. And they send you a list of the most likely properties to sell at a discount. And then you go after them and you try to get them. Fantastic company audantic.com. You can check it out.

Brandy Pollack:
Yeah. So that was basically our first year. We got a deal that literally it was an older woman. It was a second home. We got into the house. We had to work for four weeks helping her take the items that she wanted out of the house. So we literally were there every weekend for four weeks. We purchased the property for 95,000. We wholesaled the property for 165. And we closed the cost [inaudible 00:11:16]. But the guy who we wholesaled it to, he then went and wholesaled it to somebody else for 179.

Brent Daniels:
Isn’t that crazy? So wait, did you assign it or are you double close in this?

Brandy Pollack:
We double closed it. We figured the numbers were too big. This was our first deal. We were really intimidated about the whole assignment thing. We figured, oh we don’t want people knowing what we’re making, blah, blah, blah. We didn’t want her to know. We were really, let’s say, nervous at the wholesaling game.

Brent Daniels:
Well, and it’s really interesting. A lot of people ask me that question, Brandy, and I’m sure you get it a lot in your market or just people that find out how successful you are. They say, well, at what point do you assign it, and at one point you double close it or double escrow it because it’s so big of a spread, right? 65,000. My answer is always my cash buyers know that I get big deals. So they expect to see that we negotiate very strongly, that we did a very good job, and that these are pretty big deals. So we assigned most of our deals.
Now, some of them we want to close and either put on the market or we want to close just to make it very smooth. If there’s a lot of family members involved and they want to see us closing the deal and they have an attorney involved, that’s fine. Not a problem, but most of the time we assign it. But it’s interesting if you’re listening to this for the first time, or this is your first few episodes, don’t let this intimidate you. There’s a couple of different routes that you can take when you get these big, massive, over 30, 40, 50, 60 thousand dollar deals that you can take. I would highly suggest you talk to the Title company and see what they’re comfortable doing. That all Title companies do double escrows, not all closing attorneys or assignments. So make sure that you focus on the Title companies and closing attorneys in your markets that are familiar, that are doing them every day and that can help walk you through the process. So interesting. So you double escrow that and ended up with 65,000, which is incredible. You must be like, wholesaling is the best thing ever.

Brandy Pollack:
Right. And then we figure, okay, let’s get the phones to keep on ringing and we send out another mailer. And we’re basically sending out a lot of mail and were getting minimal deals, but the deals that we were getting they were big deals. So that was a good thing. So let’s first forward. So go through the summer, and then I find out about this thing called the Wholesaling Inc Summit, and found out about it. But before that, I had been listening to the podcast. I had found out about Tom. I had about you, and I said to myself, I’ve got to go to Asheville to meet this guy. And I went to Asheville, met you, got involved in the TTP program and I was like, let’s go. We tip the ground running.

Brent Daniels:
Not only that. You were like … it goes back to your original story of crawl, walk, run. You weren’t even running. You were like on a motorcycle when you hit the TTP program. I mean, you just went full bore and went crazy. And all of a sudden you started just popping deals and send me texts and sending me pictures of these checks. And it was just absolutely phenomenal. Talk to me about your team now. Talk to me about your strategy now and your different marketing. Well, let’s do this. Let me pull back a second and say, this is 2019. How did that end up turn a gross for you?

Brandy Pollack:
Okay. So 2019 I look at as my breaking in year. I did 840 in revenue.

Brent Daniels:
840,000?

Brandy Pollack:
Yes.

Brent Daniels:
Come on, I love it. Okay. So from that, what were your marketing techniques to get to that point?

Brandy Pollack:
Okay. I basically was doing direct mail, but as the year progressed I got out. I did less and less direct mail. I was doing TTP and I was watching you on one of these videos and you’re like, this texting, it’s bananas. If anybody here has the means to do it, you got to get involved in texting. And you had mentioned this service called Sherpa. So I jumped right in Sherpa and we did our first deal. I got into Sherpa in May of 2019, and our first deal that we got, we closed the beginning of July and it was a 35k assignment.

Brent Daniels:
Awesome. So right now you call, you text. Do any mail?

Brandy Pollack:
I do as minimal. I don’t do much mails at all. No, I can’t because I just sent a niche. I do staffing list. I had nine staff lists, I call it. So anybody who is on nine separate lists, I send out 10,000 somewhat postcards, and I got one deal. So it’s not for me anymore. I just can’t throw the money. So what I did was … it’s crazy. So in December, I was listening to a Facebook live. And one of your guys in Arizona, Carlos Reyes, was doing a Facebook live. He was just answering questions for people. And he was just talking about leveraging and about literally, are you getting to the potential that you see in yourself? And I said to myself, I have this means. I have TTP. I had Sherpa, but I don’t know if I’m really getting as much as I could. So at that point, I said, okay, it’s time to leverage. So right now if the business is basically calling and texting, I have a team of four texters. We’re sending out 10,000 outbound messages a day. And it’s happening. We’re getting deals.

Brent Daniels:
Awesome. And you’re in a couple of different markets, right?

Brandy Pollack:
Yes. So I’m in Miami-Dade Broward Palm beach. I have boots on the ground. I have a good friend of mine who’s in Texas, so we’re in Austin and San Antonio doing minimal deals there, but we’ve also, because the texting you can only get so much data in one certain market, so now we’re texting in Tampa and Orlando as well.

Brent Daniels:
Awesome. And where are you getting your data from? Where are you getting the numbers?

Brandy Pollack:
So you did another video and you were talking about this company, PropStream. So I went deep into PropStream, and I’m not really working with Audantic any more. I’m doing more of PropStream and ListSource.

Brent Daniels:
Awesome. That’s your list. And where are you getting your phone numbers from?

Brandy Pollack:
Phone numbers, I’m getting … I was doing with [Batch 00:17:30]. I then got out. I was doing with Sherpa, and now I’m back with [inaudible 00:17:35].

Brent Daniels:
Right. I hear that a lot. I really do. And guys, faster tracing, if you use the TTP code you get at an 18 cents, just a little coupon there. But excellent. So you are going crazy. You’re sending out a ton of messages. You’re ringing a ton of calls. There’s a ton of proactive activities. Will you tell them what that thing, because you sent it to me. I’ve got it here in the office. Well, can you tell them the four D’s there that you’ve got on your wall and kind of spin around for us? Guys, if you are listening to this, you can watch us also at Brent Daniels Real Estate on YouTube. Definitely check that out. And you can also go to talktopeople.com. It’s the hub for everything. So you can definitely check it out there too.

Brandy Pollack:
Excellent. Let me flip my screen. You see that?

Brent Daniels:
Yep.

Brandy Pollack:
Okay. So I flew out, right after I saw you in Asheville, I flew out to you. I came to you I think the first of December. And you were talking to me about this guy, Dan Sullivan, and about all the way he was thinking, and a book that you had read. So we discussed the four C’s, being commitment, courage, competence and confidence. And yeah, it made such a mark on me that I decided to make posters of it and I put it on my wall.

Brent Daniels:
Yeah. And the beautiful thing there is the whole idea between those four C’s is, its progressive. So you’ve got to have the commitment first, right? You know what I mean? And Dan Sullivan really breaks this down. He’s a master at business planning. And then you got to have the courage, and then you got to have the competence, and then the confidence. So it’s all those things. You look at a goal and you say, okay, do I really want to achieve this goal? Yes, I’m committed. Okay. Now you’re committed. You’re taking the action. The action is the courage part. Now, because of the action you’re getting educated and that’s the competence part. And now you’ve got the confidence that now you’ve got the confidence. It’s a filter. It’s literally like a funnel of getting to your goal. I think it’s so brilliant. And I love that you sent me that big one and you got it on your wall there. That’s absolutely excellent. Let’s break down a deal. I’ve got this bell. It is hot. It wants to ring. Let’s talk about a deal you want to talk about. Talk to me.

Brandy Pollack:
Okay. So based on the list was fostering multifamily owner out of state. We reached this guy in New York. He had a property here, literally two miles from my office. And we just started. We originally got to him through one of our callers. We have three callers in the Philippines who are calling right now, eight hours a day each. I know four hours is the number. That’s the number that you still preach. And I agree with it because people definitely, they lose their stamina after the four hours. So don’t go against the what Brent tells you. He knows this stuff. So got this lead, and from that point my acquisitions guy jumped in. And then, like I said, I broke into the market in the Haitian community. So he was a Haitian-American. He lived in New York. He hadn’t been down here in years. When you’re dealing over the phone, you don’t know exactly what it is. So we looked, on public record it showed it was 2-1. Okay. So I was giving him value-

Brent Daniels:
Two bedroom, one bath.

Brandy Pollack:
Two bedroom, one bath, exactly. I was giving him offers based on the two bedroom, one bath. After I got involved and I spoke to him more, basically it was two living units, and it was legal. So there were two electrical meters. I went over to the house and the house was actually, it was a two bedroom, one bath, and efficiency and a separate one bedroom, one bath in the back. So the numbers that I was giving him were only based on the 2-1, and we literally, at the end of the day, the cost of acquisition was 145. It had an open permit. I actually got the permit closed because I wanted to be able to sell it to my end buyer clean title. And we assigned the deal for 185.

Brent Daniels:
So you made 40?

Brandy Pollack:
Actually, call it, there was some closing costs. Call it 38 because I paid a guy 4900, so 38 there.

Brent Daniels:
Okay. So just to recap, you got this as an absentee owner list on PropStream. Guys, you could get access to PropStream at ttpdata.com. You can pull 10,000, I know that you’ve got the big accounts, but you can pull 10,000 addresses from a TTP data for $97. It’s powered by PropStream. It’s [crosstalk 00:22:07].

Brandy Pollack:
You can’t beat it.

Brent Daniels:
You cannot beat it. You literally cannot beat it. So as to your list, you could call them. You got them on the phone and you … well, what was the timeline? How fast did it take?

Brandy Pollack:
It took, from the moment we made our first initial conversation to close, less than 50 days,

Brent Daniels:
50 days. Day 1 to 50 days, you got 38,000 in your account. Here we go.

Brandy Pollack:
All right. I love that. I love it. I love the victory bell.

Brent Daniels:
I love it. I love it. That’s incredible. And you keep rolling, man. You keep growing your team. You keep doing the right things.

Brandy Pollack:
Trying, trying. So right now, let me look at my board, right now we have 15 deals in escrow.

Brent Daniels:
Awesome.

Brandy Pollack:
15 deals in escrow, 6 fix and flips that are in process. And just trying to lock up more deals early.

Brent Daniels:
It’s a beautiful business.

Brandy Pollack:
I love it. Especially when you cut your teeth and you really get involved. Like I said to you, I took the action to go to Asheville to meet you. Everything that I’ve been able to follow you with and all the information that you’ve given, it’s just been a wealth of knowledge, watching you on YouTube, watching you on your Facebook. It’s incredible. Anybody out there who’s not following and not listening to you, they’re not understanding that the content that you’re giving them, if you listen, it works.

Brent Daniels:
Well, it only works if you work. You know what I mean?. That’s the biggest thing. You took it and run. I mean, you were at my office what, about two months later in Phoenix, being surrounded and seeing the whole plan, and then you just implemented it and went absolutely bananas with it. So you’re incredible. I mean $840,000 in a year, I mean, that’s just … and the best part is you’re going to keep most of that because you’re not spending a tremendous amount of money on marketing.

Brandy Pollack:
Exactly. I realize that the expense that I was putting in to the direct mail … there’s a lot of markets out there that it works for, and I know that it’s something that wholesaling inc pushes because their market said that it works. Unfortunately in my ultra competitive market, which I think your Phoenix market is the same, it’s too tough.

Brent Daniels:
Yep. Okay. So I love this question. I give you $500 Brandy, right. I drop you in the middle of nowhere in a market you have no buyers. You have no … I mean, you don’t know anything about values. What do you do to get your first deal?

Brandy Pollack:
First of all, I’m going to rent the car and I’m going to go and get that [tag 00:24:51] list. I’m going to go and I’m going to find … I’m to go and drive for dollars. I’m going to get to areas, see what houses look exactly what we need to find out if they’re available and go and spend that money. So the $500 is going to be spent on gas or rent the car and skip tracing.

Brent Daniels:
Love it. Would you use the deal machine app?

Brandy Pollack:
I would use deal machine, for sure.

Brent Daniels:
Yep. Deal machine app, TTP code there, guys. You get it. It’s the biggest discount for the Tribe members. It’s $9 off a month. It’s the biggest discount out there. So definitely put in the TTP code there. So you’re going to deal machine and you’re going to get the driving for dollars list and you’re going to call them.

Brandy Pollack:
That’s it. I’m going to call them, and going to get the deal with you, at least.

Brent Daniels:
I’m telling you. That is how you get going. And that’s less than $500. You’re rocking and rolling, because you’re being proactive you’re going to have the opportunity to have a quality conversation with distressed property owners, which is the name of the game. That is the only question at the end of the day, at the end of the week, at the end of the month, at the end of the year that I ask myself, my team is, did we have enough quality conversations with distressed property owners to hit our financial goals? That’s it. Everything else is fluff.

Brandy Pollack:
Brent, as long as you’re talking to people and you’re jumping into conversations and you’re pulling out their motivations, you’re understanding their reasons for selling, what their motivation is, what their timeline. As long as you’re talking to people, you’re going to get the information that you need in order to be able to build the rapport that’s necessary and make deals.

Brent Daniels:
Love it. Love it. Brandy, you are the best. How do people get ahold of you? How do people … if people want to reach out or if people want to network with you in your markets?

Brandy Pollack:
So I’m on Facebook as Brandy Pollack, and then I have a very small Instagram. I know I’ve got to start it, but there it’s @BrandyPollack, one word. B-R-A-N-D-Y-P-O-L-L-A-C-K.

Brent Daniels:
Awesome. Thank you so much for the interview. Thank you for being on here. Thank you for sharing so much value. Guys Listen, Brandy went from foreclosures to $840,000 last year. If he can do it, you can do it, right.

Brandy Pollack:
100%. It’s all about taking massive imperfect action.

Brent Daniels:
That’s it. Don’t just listen to this. Don’t just watch this. Don’t just consume this. Use this as your action item list. Use this as instruction to go out there right now today and go find a deal. Just listen to me. I am telling you this, and I believe this in my heart, there are people in your community, in your neighborhoods that need your help. They can not take care of their properties. They don’t know where to turn. They need you to enter their lives and help them. You need to solve their problems. This is the most unbelievable business to be able to really solve the big problems out there in the market. The market needs you. So go out there and talk to people today.
And if you are interested in joining the most proactive group in real estate investing, to be around guys like Brandy, to be mentored personally by me, go to wholesalinginc.com/ttp. It’s wholesalinginc.com/ttp, scroll down, check it out, check out the testimonials. If it feels good in your guts, sign up for a call. I look forward to working with you. That’s it. Brandy, thank you. Thank you so much for being on here. Everybody out there listening and watching, I love you. And as always, I encourage you to talk to people. Till next time. See you.

Brandy Pollack:
Thanks. I appreciate it.

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